“Better Clients. 

That’s it…two words.

If you’re a freelancer, that’s the hard part. The important part. The part that will open the door to the work you seek to do.

Better clients challenge you. They support you. They spread the word. They pay on time. They pay more and expect more.

Everything else will take care of itself if you focus on getting better clients.” Seth Godin.

Working with better clients has distinct business advantages. Think prompt payment and improved cash flow, which is key in today’s uncertain economy.

As a business owner your focus is on finding better clients: Those who pay you well and on time give you a constant stream of work, are a pleasure to work with, and give you the opportunity to grow by allowing you to develop and hone new skills.

By working with these clients, you don’t experience cash flow issues due to late payments. This means you can cover your day-to-day costs without having to worry about how you’re going to get the cash. Not to mention the benefits of less stress and anxiety because you’re not worrying about money.

But how do you find and attract these clients? Let’s take a closer look.

Step 1: Define Your Ideal Client

If you currently have one client who you consider to be better than others, use them as a template to help you find others like them.

But make sure you know what makes them a perfect client. Is it because they’re easy to work with and pay you on time? Perhaps they give you referrals and a constant stream of work you enjoy doing?

Enjoying what you do is just as important as getting paid, and understanding this will help you identify the type of clients you want to work with. For example, if you enjoy developing websites for small retailers and craftspeople, and find that to be a rewarding market to serve, you’ll know that you would rather do that than work for large retail chains.

Defining your dream client from the start will give you criteria that you can use to assess all future clients. And it’s essential that you assess clients based on those criteria. Often freelancers are so keen to land the work that they don’t notice red flags in the onboarding process.

Beyond defining what you want in a client, also make sure you understand what niche most of your clients fall into as well as their unique problems. Doing so will help you discover where to find them and also help you craft a unique value proposition that talks to them.

Step 2: Discover Where Your Clients Hang Out

To find where they hang out, ask yourself the following questions:

  • What types of websites do they frequent?
  • Which social media platforms do they use?
  • Are they part of any Facebook groups?
  • What offline events do they attend?

By knowing where they hang out, you’ll be poised to find, attract, connect and sell to them.

Step 3: Find and Connect With Better Clients

Once you know where your dream clients hang out, it’s time to connect with them and build relationships. Here are three ways you can do this:

  • For the websites they frequent, consider writing educational and informative content that establishes you as a thought leader.
  • Make sure you’re active on the social media networks they’re active on. For example, if clients are more active on Twitter, be more active on Twitter. If clients are more active on LinkedIn, be more active on LinkedIn.
  • Connect with them and share content that’s relevant to their industry. In the case of LinkedIn, you can even write and publish posts on the platform to demonstrate your expertise.

You can utilize LinkedIn to great effect on my writing business. You can use an existing company as a template to find similar companies. Using LinkedIn’s search bar, type in the name of the company and use the “People also viewed” section in the bottom right to find similar companies.

You then click on those companies to view who worked for them. If you usually target content managers and content directors, you may find those employees and send them a connection request.

Once they accepted the connection request, you can start liking their content and interacting with them. You can reach out to many prospects directly and in time, potential prospect may also contact you.

Facebook Groups are another way to connect and find clients. Simply spending time where your prospects spend their time. Sharing valuable content and helped potential clients by answering their questions. The key is adding value.

Step 4: Perfecting Your Pitch

Finding and connecting with potential clients is one thing. Reaching out to them to sell your services is another. Make sure that your pitch is on point, tailored and directed to the right person.

For example, if you’re a writer, create a tailored pitch for each client (mention their name and refer to one of their articles you recently read and enjoyed), spend time researching the company to understand their product and what content they publish, and finally, personalize your emails. “Hi [insert name]” will get you better results than just a “Hi” or “Hello.”

These tasks may take a little extra time, but the good news is that by following these simple guidelines you’ll stand out from those who are not.  And, in the process, you’ll increase your chances of landing those clients you want to work with.

Step 5: Offering Unique Value

Your value proposition will communicate the unique merits you offer. By nailing down your value proposition, you’ll better attract the types of customers you want and filter out those you don’t. That’s why you should spend time working on your proposition and include it on key pages on your website: your home and services pages.

Highlight your unique value, target a specific customer segment, promise certain benefits and include testimonials for social proof. They often contain a headline, sub headline, bullet points, images and even video.

Conclusion  

It turns out that you don’t get better clients simply by working hard. It’s much more productive to take the steps necessary to attract them and keep them instead.

About The Author

Leave a Reply

Your email address will not be published.